RJMetrics
A business analytics software company.
Where RJMetrics comes up1 book
- Walk-ups were only 28% of conversations
- Wait for people to come over
- Email target attendees to book meetings
- Aim for about 5 meetings a day
- Walk up to people
Outbound gave three to four times the value
From RJMetrics' trade show book
What was said about RJMetrics
RJMetrics got more from working trade shows outbound than waiting at the booth. Only 28 percent of RJMetrics' trade show conversations came from walk-ups. Going outbound gave three to four times the value.
The book's advice built on this: book meetings ahead by emailing target attendees, aim for about five meetings a day, and walk up to people instead of waiting at the booth. Estimate real prospects from the attendee list and check how many sales are needed to cover the cost. As the book puts it: "It pays to have an outbound strategy."
Traction: How Any Startup Can Achieve Explosive Customer Growth
Only 28 percent of its trade show conversations came from walk-ups, and going outbound gave three to four times the value.
RJMetrics got more from working trade shows outbound than waiting at the booth. Only 28 percent of RJMetrics' trade show conversations came from walk-ups. Going outbound gave three to four times the value.
The book's advice built on this: book meetings ahead by emailing target attendees, aim for about five meetings a day, and walk up to people instead of waiting at the booth. Estimate real prospects from the attendee list and check how many sales are needed to cover the cost. As the book puts it: "It pays to have an outbound strategy."
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